Oracle: Streaming Customer Relationship Management

About Oracle

For 27 years, Oracle has been helping customers manage critical information. Their goal is to make sure that you spend less money on your systems while getting the most up-to-date and accurate information from them.

Challenge

In the mid-1990s, the sales teams of Oracle Corp., the world's largest provider of software for e-business, were often on the road to demonstrate and sell the company's products to prospective customers. Marketing teams then traveled in order to train new customers on the products they purchased. Oracle's employees also traveled frequently between global office locations to learn new skills for new products.

The Raindance Solution

In 1998, Oracle began using Web Conferencing Pro for product road shows, sales presentations and training sessions. Web Conferencing Pro streamlines Oracle's process for winning, training and retaining customers. From attending an online trade show to walking step-by-step through a remote product demonstration to participating in training sessions on the purchased products, Oracle customers are led through the entire sales and training process virtually. Oracle uses the advanced real-time interactivity of Web Conferencing Pro to give live product demonstrations, lead web tours and allow participants to interact using text chat and polling features.

Benefits

Prior to using Raindance, Oracle's average cost per lead was $325. After incorporating Web Conferencing Pro into a larger sales force automation tool, the cost per lead is $1.74. Oracle has realized $47 million in savings from travel costs alone and increased lead generation by 1000%.

"Web Conferencing Pro allows our product marketing team to arrange virtual meetings and training more easily, and therefore, more frequently. Oracle recently packed 27 virtual seminars into a seven-week period, generating 4,548 leads. That was three times more than the number of leads generated by a single hotel seminar during the same period."